Adobe Campaign (formerly Neolane) is a specialist in marketing automation and communication software. Its platforms are driven by a workflow engine for segmenting, assessing and orchestrating communications and marketing activities, online and offline. The engine allows data to be centralized and analyzed for improved team collaboration across diverse channels (email, phone, social networks…).

The market leader, Adobe Campaign (formerly Neolane), has strengthened its position after its acquisition by American company Adobe Systems in June 2013. Adobe Marketing Cloud’s combined solutions now represent over $1 billion dollars in revenue.

Adobe Campaign chose IKO Sales Acceleration solution in line with its drive for strong growth to boost prospecting and get better and faster accounts management.

Establish an account mapping system

Up until Sidetrade’s involvement, Adobe Campaign’s 40 sales staff was using various time-consuming prospecting tools (Nomination, LinkedIn, Salesforce) without competitive advantage. Its extended sales cycle of 6 – 12 months made it clear that an overhaul of the company’s internal organization was badly needed.

Adobe Campaign chose a team of 5 in-house sales team members and 3 managers to trial Sidetrade’s solution for a year. Sidetrade’s consultants trained the sales team and managers in both the functionality of IKO Sales Acceleration solution and organized themed prospecting sessions. The platform was deemed fully operational just 20 days following its launch.

After the company merger, Sidetrade’s IKO Sales Acceleration solution was rolled out to the entire 1,000-strong Adobe sales team.